The Manage Your Message Podcast
Tim Pollard: Mastering the Moment

Tim Pollard: Mastering the Moment

March 28, 2020

When it’s your big moment to speak to an audience, will you be ready?

In this episode of the Manage Your Message Podcast host Jim Karrh welcomes back Tim Pollard, CEO of Oratium and author of a new book Mastering the Moment: Perfecting the Skills and Processes of Exceptional Presentation Delivery.

Tim had a long career in Sales and Marketing for companies such as Unilever, Barclays Bank, and the Corporate Executive Board. As he has continued to develop his expertise in executive communications, sales messaging, and donor messaging, Tim has become a popular keynote speaker and a regular columnist for Forbes and Entrepreneur.  

When we first spoke to Tim in episode 14, he shared insights on the fundamentals of presentation design (from his book The Compelling Communicator: Mastering the Art and Science of Exceptional Presentation Design). This conversation focuses on ways to make the most of your opportunities in the moment to influence others through presentation.

Among the topics that Jim and Tim discuss:

  • Why most people are uneasy about speaking to an audience (whether that be in business or, as Jim related, “Delivering a speech to semi-drunk people at a wedding reception”)
  • How the disciplines of message design and message delivery must fundamentally work together
  • The most common bad habits that undermine our effectiveness
  • Basic elements of the physical environment to consider and control
  • What “muscular language” means and how to use it
  • The mechanics involved with maintaining your energy, using humor, assessing the audience, and building trustworthiness

Links:

Check out Tim’s business Oratium, as well as his books:

https://www.oratium.com/our-services/our-books-new/

Listen to Tim’s first visit to the Manage Your Message Podcast, when he spoke about message design:

https://jimkarrh.com/podcast/episode-14-tim-pollard-the-architecture-of-exceptional-presentations/

Learn more about Jim Karrh’s speaking topics and testimonials:

https://jimkarrh.com/speaking

Check out a sample of Jim’s new book, The Science of Customer Connections: Manage Your Message to Grow Your Business:

https://jimkarrh.com/books 

Follow Jim on Twitter:

https://twitter.com/jimkarrh?lang=en

Connect with Jim on LinkedIn:

https://www.linkedin.com/in/jimkarrh

Sign up for the Message Manager Memo weekly email https://jimkarrh.com/

or email jim@jimkarrh.com

Grant Baldwin: Success in Speaking

Grant Baldwin: Success in Speaking

March 25, 2020

Whether you want to speak at a board meeting, community event, or on a big stage, there is a simple sequence that can get you there. Host Jim Karrh welcomes Grant Baldwin, a keynote speaker, coach, and author of the new book The Successful Speaker: Five Steps for Booking Gigs, Getting Paid, and Building Your Platform.

Craig Klein: Spend Your Selling Time Well

Craig Klein: Spend Your Selling Time Well

March 15, 2020

Are you spending too much time seeking out customers who might need what you're selling? Host Jim Karrh talks with Craig Klein, CEO of SalesNexus and author of Inside-Out Selling. Craig and his company focus on CRM and lead generation for sales teams of 10 to 100.

Christopher O’Donnell: Product Innovation is a Team Sport

Christopher O’Donnell: Product Innovation is a Team Sport

March 9, 2020

What does it take to develop products that customers love? Is it creative genius, teamwork, refined processes, or all of the above?

In this episode of the Manage Your Message Podcast, host Jim Karrh welcomes one of the leaders in the product management community. Christopher O’Donnell has built dozens of web and mobile products, ranging from language learning for the US military to the most popular free CRM product in the world. Christopher is the Senior VP of Product at HubSpot—which puts him in a very visible role, and has him lecturing at MIT’s Sloan School of Management and to major corporations. Apart from the day job, Christopher is a songwriter and guitarist for the band The Providers.

Jim and Christopher discuss a number of topics related to product management and innovation, including…    

  • Why storytelling, inside and outside of the company, is critical to success
  • How Christopher builds “constraints” into the creative process
  • Which personal characteristics are important for product developers
  • How to recruit creative team members
  • How HubSpot listens to customers and works with them in the product-development process
  • How Christopher uses music as a creative outlet (and its connection to software development)
Brent Adamson: Productive Disruption for Today’s Seller

Brent Adamson: Productive Disruption for Today’s Seller

March 1, 2020

Sales and marketing are in a constant state of change—driven by technology, talent, customers’ expectations, digital disruption, and more.

In this episode of the Manage Your Message Podcast host Jim Karrh welcomes one of today’s clearest voices for understanding those changes in the context of selling. Brent Adamson is best known as the co-author of the best-selling (and trend-setting) books The Challenger Sale and The Challenger Customer.   

Brent is also the “Chief Storyteller” at Gartner, and hosts Gartner’s influential podcast “Lessons in Sales Leadership.” His academic credentials include the MBA from the University of Michigan and a PhD from the University of Texas. Much of his work for Gartner involves understanding what world-class business-to-business (B2B) sales and marketing practices look like today. As Brent relates, “Marketing and sales are becoming less synchronized with how buying is happening.”

Jim and Brent discuss a number of sales topics including…    

  • Why customers are feeling overwhelmed—not just by the volume of information, but the volume of high-quality information
  • The state of sales and marketing evolution today
  • The types of disruption that B2B organizations are dealing with—and how they are doing
  • Brent’s assessment of the impact of The Challenger Sale and The Challenger Customer    
  • The profound differences among sales reps who adopt “giving,” “telling,” or “sense-making” approaches with customers

Links:

Learn about Gartner and what they do:

https://www.gartner.com/en

See Brent’s LinkedIn profile and connect with him:

https://www.linkedin.com/in/brentadamson/

See Brent’s author page on Amazon:

https://www.amazon.com/Brent-Adamson/e/B005TYSQTY

Learn more about Jim Karrh’s speaking topics and testimonials:

https://jimkarrh.com/speaking

Check out a sample of Jim’s new book, The Science of Customer Connections: Manage Your Message to Grow Your Business:

https://jimkarrh.com/books 

Follow Jim on Twitter:

https://twitter.com/jimkarrh?lang=en

Connect with Jim on LinkedIn:

https://www.linkedin.com/in/jimkarrh

Sign up for the Message Manager Memo weekly email https://jimkarrh.com/

or email jim@jimkarrh.com

Jim Goes Solo: A New Set of Management Habits

Jim Goes Solo: A New Set of Management Habits

February 24, 2020

In a solo episode with takeaways from his new book The Science of Customer Connections: Manage Your Message to Grow Your Business, host Jim Karrh shares practical tips for being a message leader and coach. Jim also highlights success stories of companies whose growth had stagnated, innovative new companies whose messaging wasn't keeping up, and entrepreneurs making big professional changes.

Jim Goes Solo: A Lot More Great Messengers for Your Business

Jim Goes Solo: A Lot More Great Messengers for Your Business

February 16, 2020

In this episode of The Manage Your Message Podcast host Jim Karrh continues a four-part “solo” series of practical takeaways from his new book The Science of Customer Connections: Manage Your Message to Grow Your Business.

The second section of the book, including Chapters 5-7, is titled “A Lot More Great Messengers.” Both research and practical experience tell us that business leaders tend to underestimate the opportunity they have to enlist other people to share their message.

There are likely many people in and around your organization who care about it – and what others say about it. They might not know everything you do, or consider themselves to be great communicators, or even be comfortable in knowing exactly what to say themselves. They might need a nudge, some encouragement, and some tools in order to join more customer conversations. But they also probably have more inherent abilities than you—or they—realize.

Sure, company leaders are fond of saying things like, “We are all in customer service” or “Everyone is in sales.” Those statements are true! However, they also run headfirst into common assumptions and practices. Typically only a small percentage of people behave as if they are in sales or customer service (or are just a friend or advocate).

There is a lot of surprisingly good news that can move your team closer to that stated ideal. When that happens, growth follows. 

Among the topics that Jim covers in this episode:

  • The differing strengths of introverts, extraverts, and ambiverts (who Jim calls the Nimble Majority)
  • How human intervention from the seller leads to better decisions by consumers
  • The surprising ways that Millennials are similar to members of older generations
  • Ways you can build the knowledge, skill, and confidence of others to talk about your business

Links:

Learn more about Jim Karrh:

https://jimkarrh.com/

Check out a sample of Jim’s new book, The Science of Customer Connections: Manage Your Message to Grow Your Business:

https://en.calameo.com/read/005570974156e126cc29e

Follow Jim on Twitter:

https://twitter.com/jimkarrh?lang=en

Connect with Jim on LinkedIn:

https://www.linkedin.com/in/jimkarrh

Sign up for the Message Manager Memo weekly email https://jimkarrh.com/

or email jim@jimkarrh.com

Listen and subscribe to The Manage Your Message podcast: iTunes and jimkarrh.com/podcast/

Jim Goes Solo: A Message for Growth

Jim Goes Solo: A Message for Growth

February 3, 2020

In this episode of The Manage Your Message Podcast host Jim Karrh continues a four-part “solo” series of practical takeaways from his new book The Science of Customer Connections: Manage Your Message to Grow Your Business.

The first section of the book, including Chapters 2-4, is titled “A Message for Growth.” It’s important to note how words have great business value. As just one example, research showed how using one phrase versus another would equate to an $8,100 difference in the sales price of an average home in the U.S.! Yet the irony is that often the people who know the most, and who have the most they could potentially say, get tripped up on the message.

Among the topics that Jim covers in this episode:

  • The specific words that have proven popular in promotion and sales during the past 40 years
  • Why your vision or mission statement is not a great foundation for your external message
  • How professionals within an industry begin to sound similar over time
  • Why effective conversations are critical for demonstrating empathy – which in turn builds your professional trustworthiness

Links:

Learn more about Jim Karrh:

https://jimkarrh.com/

Check out a sample of Jim’s new book, The Science of Customer Connections: Manage Your Message to Grow Your Business:

https://en.calameo.com/read/005570974156e126cc29e

Follow Jim on Twitter:

https://twitter.com/jimkarrh?lang=en

Connect with Jim on LinkedIn:

https://www.linkedin.com/in/jimkarrh

Sign up for the Message Manager Memo weekly email https://jimkarrh.com/

or email jim@jimkarrh.com

Listen and subscribe to The Manage Your Message podcast: iTunes and jimkarrh.com/podcast/

Jim Goes Solo: Your Message Can Be Your Business Advantage

Jim Goes Solo: Your Message Can Be Your Business Advantage

January 22, 2020

In this episode of The Manage Your Message Podcast host Jim Karrh begins a brief “solo” series of practical takeaways from his new book The Science of Customer Connections: Manage Your Message to Grow Your Business.

The first chapter of the book gets its own episode. It is titled “Your Message can be Your Business Advantage—If It Isn’t Hiding Somewhere.”

The potential growth engine for your business might be hiding…in plain sight. It is lurking in the everyday, real-time conversations in and around your business. In order to turn that engine on, you likely need to do some uncovering, organizing, and getting to work!          

Offline conversations are far more common for word-of-mouth than are the online ones (even in this digital age). They also have more impact; people tend to place more importance and value in those conversations.

So, how can a business professional or leader take advantage of these everyday opportunities?

Jim recommends…

  • Simplify what business messaging entails (using the Message Management Model), and where you might need to focus your efforts
  • Consider the type of approach to use (hint: playbooks tend to work well)
  • Identify the business outcomes and growth metrics most important to you

Links:

Learn more about Jim Karrh:

https://jimkarrh.com/

Check out a sample of Jim’s new book, The Science of Customer Connections: Manage Your Message to Grow Your Business:

https://en.calameo.com/read/005570974156e126cc29e

Follow Jim on Twitter:

https://twitter.com/jimkarrh?lang=en

Connect with Jim on LinkedIn:

https://www.linkedin.com/in/jimkarrh

Sign up for the Message Manager Memo weekly email https://jimkarrh.com/

or email jim@jimkarrh.com

Listen and subscribe to The Manage Your Message podcast: iTunes and jimkarrh.com/podcast/

James Richardson: Ramping Your Brand

James Richardson: Ramping Your Brand

January 13, 2020

If you are a new company or challenger brand, how can you compete against the big players in your market?

In this episode of the Manage Your Message Podcast host Jim Karrh welcomes James Richardson, PhD, founder of Premium Growth Solutions and an expert in early-stage consumer packaged-goods brands.

James is the founder of Premium Growth Solutions, and a professionally trained cultural anthropologist turned business strategist. He has helped more than 75 CPG brands with their strategic planning, including brands owned by Coca-Cola Venturing and Emerging Brands, The Hershey Company, General Mills, Kraft Foods, ConAgra Brands, and Frito-Lay—plus emerging brands such as Once Upon a Farm, Mother Kombucha, Bobby Sue’s Nuts, and Rebel Creamery. He also hosts the “Startup Confidential” podcast.

Jim and James discuss growth topics including…    

  • How big, mature companies use the “push” strategy for new brands—and how that strategy almost never works for startups
  • What the “death funnel” is, and why companies with $500K in revenue are most susceptible
  • How to build memorability for your growth brand
  • Why the “founding story” matters much more to investors than to consumers
  • Lessons from the food and beverage world that apply to professionals running businesses in nearly any industry

Links:

Learn about Dr. James Richardson and his new book:

https://www.rampingyourbrand.com/

Buy “Ramping Your Brand” on Amazon in all formats here: https://amzn.to/2sDSxzb

Founders can find lots of resources to assist their professional development on Dr. Richardson's site, including his Founder's Quiz. The Quiz tests founders' self-awareness of what needs to be in place to grow exponentially. You can find the Quiz plus webinars and online courses here: https://bit.ly/2MZfinX

Learn more about Jim Karrh’s speaking topics and testimonials:

https://jimkarrh.com/speaking

Check out a sample of Jim’s new book, The Science of Customer Connections: Manage Your Message to Grow Your Business:

https://jimkarrh.com/books 

Follow Jim on Twitter:

https://twitter.com/jimkarrh?lang=en

Connect with Jim on LinkedIn:

https://www.linkedin.com/in/jimkarrh

Sign up for the Message Manager Memo weekly email https://jimkarrh.com/

or email jim@jimkarrh.com

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